You are the head of a small company that is only developing its brand-consumer bond? Or are you an employee in the department of sales and marketing of such a small business? Anyhow, you’re here probably because you want to make your customers unable to resist buying any of your goods, even if your company isn’t quite popular or deified by the large public.
It’s a lot easier than you think. You do not need to manipulate or hypnotize anyone. You just need to give them what they want.
The key to success is understanding psychology. All people have the same psychological triggers that control their actions. In order to influence the decisions of your target audience, you need to know what these triggers are and how to use them.
1. Driving forces of human behavior
All human actions are aimed at avoiding pain or having fun. This is the main trigger, it underlies our every action. To use it effectively, it’s important to know who your customers are. What do they associate with pain and pleasure? Your task is to show the client that your product is the fastest, simplest and shortest way to his desire. This will determine the person’s action to buy your product.
2. Novelty
Who doesn’t love new stuff? Using something new releases dopamine in our brains. Novelty makes us wait for pleasure. Waiting for a reward prompts consumers to seek it. We all know the example of the famous information technology company. Thousands of people throw away their “old phones” every year, in order to buy the latest model.
3. Explain why
We are always looking for an explanation that would make us understand why some things do or don’t happen in our lives. Remember yourself as a child. Nothing has changed today. Interestingly, people are willing to do more if you give them a reason. Even if this reason is not entirely logical.
4. Tell a story
Stories make us “feel the experience”, live it. They take us to another world, where the decisions are made by the "emotional brain". This is the guy you need to agree with on a purchase. You’ll get along with him much easier than with the "rational" one.
5. Simplify
People are more likely to make a decision that requires minimal effort. Laziness is one of the key components of human nature. We all choose the simplest option to achieve the desired result. So give your potential customers what they want - one simple, large “BUY” button in the middle of your site’s header.
6. Create a common enemy
This tactic is a good way to make people trust you. They don’t have to be global, things such as dirt, fear, stains or cat hair are well suited! Creating common enemies unites us with those who are alike, making people buy stuff at any price, in order to, at least, show their support.
7. Stir up curiosity
If there is a gap between what we know and what we want to know, we will do our best to fill it in. It's like a bug bite you want to scratch. Our curiosity pushes us to action, increases the activity of the brain and is associated with pleasure.
8. Create anticipation
Waiting interests people for a way longer period of time than the event itself. Some large companies create entire websites dedicated to rumors and teasers about their next product. This creates expectation, interest and increases sales. Your small business could also implement this technique. Run social media ads on your next product for a few weeks before it is released. Let the potential customers talk about it, stir up their curiosity.
Conclusion
Remember that your material and moral investments into your business must not be in vain. It is crucial for you to make profit, to make customers be loyal to your brand and product. These few tips will help you strengthen your position in the consumer's mind and, therefore, increase sales of any product, no matter its price.
Start applying them today, and be ready for the coolest results of tomorrow!
